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Introduction to Project Manager Negotiation

Establishing the negotiating environment, partnership approach, communication styles, managing difficult customers.

Takeaways:

1. Project managers do not always know they’re in a negotiation. This will highlight the various types of negotiations PMs encounter.
2. See negotiation as a holistic activity, not only the bargaining discussion.
3. Learn the “Negotiation Environment” an area where many organizations cut corners.
4. Understand the four major communication styles.
5. Meet the four most common difficult customers.

Outcomes:

1. Know potential negotiations you currently are or will be having and get an approach to handle all of them.
2. Using the Negotiation Framework – craft a negotiation approach that begins before “sit down at the table.”
3. Establish the “Negotiation Environment” to make current and future negotiations easier to manage.
4. Learn an approach to manage the four major communication styles.
5. Master the approaches to handling the four most difficult customers.

Rick Czaplewski Bio

Rick Czaplewski founded and serves as the President of No One Walks Alone, which provides negotiation and leadership training to executives and business practitioners. Rick specializes in teaching and simplifying the negotiation skills needed to handle complication sales transactions, adversarial dispute resolution, extensive procurement contracts, and challenging M&A. He has taught hundreds of negotiators in North America and Asia.

Prior to founding No One Walks Alone, Rick served in several leadership roles in the financial, high tech, construction, and water industries. He has worked for KPMG, Hewlett Packard, Siemens, and Xylem and most recently served as Senior Director of Operations.  Rick's teams have saved more than $50 million in negotiated cost savings and dispute cost avoidance. 

Rick earned a BBA in Accounting at the University of Wisconsin Eau Claire where he was the first person to pass the CPA exam while a student. He earned an MBA from the University of Wisconsin Madison. 

Rick is a 28-year, 2x cancer survivor who shares his vulnerable, inspirational story with audiences all over the world. He is excited to bring this to Vistage.

Rick wrote the acclaimed book, Better Dirty Than Done, about his experience with cancer.